Dustin Graupman on the Xerox Ink Jet Business

Dustin Graupman: Hi, I'm Dustin Graupman. I'm the Vice President and General Manager of Xerox's Ink Jet Business Team. Xerox is excited about all the opportunities ink jet provides. We have developed our own technology that is called Cyprus and we see that the applications that are being address through ink jet continue to grow, the market continues to grow, and we are really excited about the opportunities to take Cyprus in to markets and applications that currently aren't being served by some of the limitations of other ink jet technologies, but the overall emphasis, the overall direction of our competitors and our customers driving towards ink jet represents a great opportunity for Xerox to continue to bring new solutions to our customers in that ink jet space.

It seems that the ink jet industry is evolving with customers coming to market or OEM's coming to market with products in a certain volume segment, and then growing a portfolio around that is to address different applications, to address different customer needs, to address different volume requirements.

So our strategy has been that we're going to come to market with our Cyprus at 500 feet per minute and now 325 feet per minute with variable image quality requirements for the different customer requirements and then continue to grow the portfolio around that.

We also recognize that acquaius ink jet is a very viable technology and we're looking at complimenting the solid ink advantages with acquious ink and to be able to capitalize on all the market opportunities.

Solid ink is unique to Xerox. For those that don't know, it is a polymer based technology. It doesn't introduce water, which can introduce some challenges in to the ink jet process with paper and the demands for ink jet treated substrates. With solid ink we don't have those same requirements. So customers are able to run on the same papers, the same sourcing that they've done for other applications that they have currently run in their facilities.

So that's one significant advantage that we're capitalizing on with our customers that they can continue the same sourcing strategies they've had before and not with some of the cost premiums for ink jet treated substrates. Another way that we're looking at leveraging the solid ink platform is to drive it in to applications where aquious ink jet doesn't perform quite as well, and specifically those are in heavy coverage applications as well as very light stocks, thin stocks for unique applications that maybe go beyond where acqius currently serves.

Thanks for your time today. We look forward to serving all of the great Xerox customers and new Xerox customers going forward with our ink jet solutions. You're welcome to come look at our website to look at all of the solutions we have in digital print, both in continuous feed and in cut-sheet at Xerox.com.

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